There’s More Than One Way To Close A Sale

Selling self storage via the telephone at the PhoneSmart Call Center is just like any other sales. First, it is important to determine the needs of the customer and give them all of the pertinent information, such as which of the self storage locations we offer is most convenient for them. Then we go for the close. There are basically four different types of closes, depending on the situation.

1. The Order Blank Close - We simply ask the caller questions until they stop us. What is your name? address? phone number? etc.
   
2. Assumptive Close - Instead of asking the caller if they want to reserve a unit, we just assume that they want to and continue with the reservation.
   • Avoid: Do you want me to hold this unit for you? 
   • Instead: I will go ahead and hold this unit. (Then proceed with the Order Blank Close.)
3. Alternate Choice Close - We close the sale by giving the caller choices.  Do you want to come in on Friday or Saturday? Will you be using Visa or MasterCard?
   
4. Limited Availability - Stressing the limited number of units available builds a sense of urgency with the caller.  Even if there are 250 open units, the number is still limited!

The close is a very important part of any sale. Determining a customer’s needs and selling the store is only half of the process. Completing the sale with the proper close ensures that this caller will become your newest tenant.  

Written by Ann Sheehan

Thanks for reading our self storage business blog, a diary of life in a self storage call center.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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